The Princeton Selling Philosophy: Stop Selling, Start Delivering Value
By Matt Joy, Princeton Mortgage Wholesale
Before we get into our newest message from our CEO… I’d like to shout out the country of Italy for creating some political turmoil. You can check out more on the situation by clicking here. I hate to say it because I know it’ll be devastating for the world economy… but if Italy moves their vote up to July and exits the European Union we’ll have Brexit round 2 just in time for the end of summer/early fall season. Don’t bank on it… just be ready!
Industry news aside… I’m happy to share with you our selling philosophy that was adapted from Bob Burg and John Mann’s book, “Go-Givers Sell More”.
Our philosophy starts with Dr. Carol Dweck’s idea of having a Growth Mindset and the desire to improve. True self-confidence is the courage to be open—to welcome change and new ideas regardless of their source. Real self-confidence is not reflected in a title, an expensive suit, or a fancy car. It is reflected in your mindset: your humility and readiness to grow.
From there, our strategy is to design, build and deliver what our customers want: The Effortless Mortgage. For us, this is about compassion: learning what people want to do and helping them do that. It’s about giving other people more advantage, giving them value.
The truth is that sales at its best - that is, at its most effective - is exactly the opposite: it is about giving. Selling is giving: giving time, attention, counsel, education, empathy, and value.
What makes a great salesperson great at sales is that he or she is wholeheartedly interested in the other person. Genuinely great salespeople are not great because they have mastered “the close,” or because they give a dazzling presentation, or because they could shoot holes in any customer objection from fifty paces. They are great because they create a vast and spreading sphere of goodwill wherever they go. They enrich, enhance, and add value to people’s lives. They make people happier.
People are drawn to us because of how we make them feel. That’s the power of delivering value.
– Rich Weidel, Adapted from Go-Givers Sell More
Talk to you soon!
Photo by Headway on Unsplash
The opinions expressed in this post are the sole view of the writer and do not reflect the opinion of Princeton Mortgage Corporation.